About this role
About the Role Samsara is seeking a high-impact, strategic seller to lead the go-to-market for our newest frontier: AI Products. As an Enterprise Specialist (Overlay), you will partner with Account Executives to build deep partnerships with our largest, most complex accounts and ensure customers realize continuous value from AI-driven automation. What You'll Do
- Architect deals that align Samsara’s AI Products value with customer use cases to provide maximum value and ROI
- Co-develop new product pipeline with ADRs/AEs across high potential “AI-ready” accounts
- Drive high-touch pilot strategy and success metrics for early adoption
- Partner with GTM and Product to feed back insights and help shape roadmap
- Build frameworks, assets and insights that scale across the sales org What We're Looking For
- 5+ years in complex, full-cycle Enterprise sales
- 2+ years direct experience selling in AI-based commercial models (e.g., Snowflake, AWS, Twilio, or AI-native platforms)
- Proven track record: consistent quota over-achievement in complex accounts with $500k+ ARR transactions
- Deal complexity: demonstrated success navigating 6- and 7-figure deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite)
- Entrepreneurial agility: experience selling "Version 1.0" products where the playbook is still being written Nice to Have
- Experience working in a specialist/overlay co-selling with a mainline AE team
- 4+ years direct experience selling AI-based commercial models with a deep understanding of forecasting and expansion mechanics
- Strong grasp of AI/ML concepts and how AI Products differ from standard automation Compensation & Benefits
- Annual on-target earnings (OTE): USD 350,000
- Samsara offers above-market total compensation through base salary, performance-based bonus/variable pay, and equity (for eligible roles)
- Remote-first, employee-led model with a professional development stipend, comprehensive health and parental leave plans, and more